This slide will equip you with the right skills to sell on LinkedIn and increase customer engagement. The steps are easy to follow and very important in this digital economy.

2. This is a social platform for professional
individuals and groups to engage in business
related issues, generate sales leads or even
get jobs.

4.  You’re not just connecting to the person you’re
connecting to a network
 Make the effort to stand out –it’s worth the
investment
 Focus on your personal professional brand

5. The era of cold calling is gone –use social
networks for prospecting:
1.Build a prospect list
2.Nurture and engage
3.Create a connection

6.  Find prospects from contact or groups you
are involved in on LinkedIn.
 See how you are connected to these
prospects identified.
 You can ask for an introduction if not
connected or send an Inmail.

7. It is very important to note that before we
contact or engage with our prospect, we must
have done lots of homework. Know prospects
position in their firms, topics or events they
engage in and what groups they are in even, a
bit of their personal life such as alma mater.
This information gathered will break the ice
before contacting them.

8.  Endorse your prospect or like a post before
messaging.
 Do not sell your company’s product or
service during the first contact in order not to
be rejected.
 Inmail should be more about them and not
you or your firm.
 Pick a topic of shared interest.

9.  Nurturing and engaging with your prospects
requires lots of listening to your prospects
and their activities on their social platforms.
Their interest and opinions.
 The following practiced could be adopted:

10. Monitor prospect Profiles
•Blogs
•Twitter Profiles
•LinkedIn Profiles
• Listen For Trigger Events
•Group Activities
•Leadership Changes
•Expanding Operations
•Personal events(birthday, role change, promotion)

11. Watch For New Activity
•New Connections
•Who’s Recommending Who
• Listen For Their Point Of View
•Group Activity
•Google Your Prospects Name With “Blog”
•Create a list of keywords (terms relevant to them,
triggers, pain points, failures, solutions, etc.)

12.  After all the hard work and background
check of your prospects, you will then find a
connection to relate you to the prospects.
 These connections may include; alma mater,
an article written by the prospects, an
industry related opinion or a business group
you both belong to.

13.  You are now ready to make a contact with
your prospect. It is very important to keep
these tips in mind whiles sending an Inmail.
 Keep the message short
 Be friendly and creative
 Be persistent and professional

20.  Non-sales pitch
 Conversation starters
 Non-Company or product
 Focused on common interests
 Objective in this stage is to QUALIFY not
convince
 Reverse psychology open people up
 Like, comment, endorse, congratulate

22. Your success on LinkedIn can be measured
using SSI (Social Selling Index)

30. Question Time

31. Marco, A. (2016). “SAP social selling partner program: modular 3 information” Retrieved May 02, 2016, from
file:///C:/Users/veronica/AppData/Local/Microsoft/Windows/INetCache/Content.Outlook/ZUBXO369/SAPModule3%20-
%20Social%20SellingPartnerWebinarV7_200416.pdf